SOBA 202 Chapter 9
Hospitals are organizations that provide health care for individuals
Institutions
An automobile dealership is a business that sells new and/or used cars at the retail level.
Resellers
Autocratic buying centers are characterized by
a single decision maker.
All of the following are one of the six buying center roles except
advisor
In a(n) ________ buying center, there may be many participants, but one person makes the decision alone.
autocratic
Instead of saying "but", try using "and."
build on the ideas of others
At the Fancy Print Area Rug company, all members of the team must reach a collective agreement that they can support a particular purchase. This is reflective of a(n) ________ buying center.
consensus
In the ABC Automotive manufacturing company, one person is authorized to make a decision, but input from others is gathered before doing so. This is reflective of which type of buying center?
consultative
Praise people for thinking totally outside of the box.
encourage wild ideas
Hyundai is the fifth largest automobile maker in the world.
manufacturers
In B2B markets, ________ are firms that buy and reprocess products and services before selling them again to the next buyer.
manufacturers
Set ground rules such as "no disrespecting coworkers" before you begin brainstorming.
one conversation at a time
When executives confront an unfulfilled business need, they normally turn to ________ prepared by potential B2B marketers.
white papers
Which of the following is an example of a reseller?
wholesaler
Get excited about outrageous ideas.
Encourage wild ideas
Pharmaceutical companies have been criticized for direct-to-consumer television ads promoting the use of their brands of medication for specific medical conditions. With respect to buying centers, the pharmaceutical company plays the role of ________ in this situation
influencer
In terms of business markets, organizations like colleges that provide services to people in their care are classified as
institutions
A firm's ________ reflects the set of values, traditions, and customs that guide its employees' behavior.
organizational culture
Avoid immediately reacting to a suggestion with "that will never work."
Defer judgment
Remember to avoid criticizing ideas during the initial idea-generating phase.
Defer judgment
________ reflects the link between consumers' demand for a company's product and the company's purchase of necessary inputs to manufacture or assemble that particular product.
Derived demand
Washington, DC, public schools consists of more than 100 schools and has an annual budget of more than $700 million.
Institutions
U.S. Steel is one of the largest fully integrated steel producers in the United States.
Manufacturers
Make it clear that no one may interrupt another person who is sharing an idea.
One conversation at a time
Coca-Cola distributors are marketers and distributors of Coca-Cola. They sell to retail outlets to reach the consumer.
Resellers
Walmart runs global operations of discount department stores and warehouse stores.
Resellers
Encourage your team to each come up with as many ideas as they can in three minutes.
go for quantity over quality
Set up poster boards and use different colors for different types of ideas.
Be visual
Use multi-colored markers on your brainstorming whiteboard to get people to think more creatively.
Be visual
Try to focus on extending the ideas of other people.
Build on the ideas of others
The California state government contains the agencies, departments, and officials that develop and enact laws for the cities and counties of California.
Government
The U.S. federal government is made up of the executive, legislative, and judicial branches of government. These branches make decisions nationally and globally.
Government
U.S. Department of Defense headquarters is in the Pentagon
Government
Red Cross prepares communities for emergencies and works to keep people safe after emergencies
Institutions
________ is well known for connecting businesspeople; as the largest network of business professionals, with global reach, it counts approximately 530 million members.
Procter & Gamble is a global company providing consumer products in the areas of pet supplies, pharmaceuticals, personal care, and cleaning supplies.
Manufacterers
Jon is involved in the buying center of a large organization. He ultimately will determine whether to buy, what to buy, how to buy, or where to buy. What role does Jon play in this situation?
decider
The individual who controls the flow of information or access to important decision makers serves as the ________ in the buying center.
gatekeeper
Get people to move beyond their one or two favorite ideas by requiring ten or more ideas from each person.
go for quantity over quality
